Vibrant Winter Attendance Heralds the New Decade at Las Vegas Market

February 20, 2020 Tambra Jones

There were some big changes happening at the January Las Vegas Market. The new Expo Center located next to the parking structure was in full-swing construction mode, and walking to the parking elevators was a whole new adventure. Once you entered the buildings it was vibrant and busy from Sunday to Tuesday. Check-ins were steady in the SSA showroom, with the bulk of the traffic coming in from Sunday afternoon to Tuesday afternoon. “We scanned 470 buyer groups and hundreds of manufacturers and suppliers over the course of the Market”, said SSA Executive Director Tambra Jones. “The final tally was was lower than the January 2019 Market, and more in line with the January 2018 attendance”.

The SSA Sponsored educational event was entitled “Online-to-Offline - Figuring Out An Important Puzzle”. Gabe Dungan gave a very informative presentation. If you missed it, click here find out more about it and to watch the video.

Speaker Gabe Dungan (2nd from right) with SSA Board Members Jim Gutierrez, Mark Miller, Angela Owen, Tambra Jones and Brian Davis.

Some of the SSA Exhibitors weighed in with there experiences at the 2020 show:

Bill Bush - I Love My Pillow
”Overall, we were pleased with the traffic and customer discussions. Traffic was up by 10%”

Curtis Spain - Bedding Technologies
”Attendance was very good for this winter market. We experienced very good dealer traffic on Sunday, Monday, Tuesday resulting in excellent new contact”

Lynn Kelley - Sleep In Motion
”Winter market was good and we had a lot of potential customers”

Suzanne Diamond - The Futon Shop
”The show was great we had a lot of traffic”

Patrick Auer - PineTales
“Great exposure for us as a new brand. The Showroom felt almost like a small convention of it’s own”

Peter Laurens - Arcusbeds
”The recent market show was very good for us; we received a number of serious visitors including several from major US retailers”

Mark Schwartz - Blue Ridge Home Fashions
”January market was very successful—great traffic and some very productive meetings”

Ryan Chilvers - CannaBeds"
”Thank you Tambra. Cannabeds had a fantastic show, we will be growing our business in a big way as a result. We look forward to seeing you in July”

Brent Polunsky - W. Silver Products
”W. Silver Products had a great response to our new line of adjustable beds that we introduced. The attendance was terrific with not only current accounts, but I was impressed with how many new accounts stopped by the space to see the new product. It was one of the best markets we have ever had”

Al Flora - Assured Comfort/Sleep Safe Beds
”As a first time exhibitor, we weren’t sure of what to expect. Everyone in the Specialty Sleep Association was very helpful and gave us lots of input. We enjoyed meeting new people, increasing our brand exposure and look forward to the July market”

Juan Gonzalez - Best Rest
”We had a great experience with the traffic this show. For us the most important thing is quality over quantity”

J.W. Craig - Sleep and Beyond
”My comment & Experience at the January 2020 Winter Market is:
1) The SSA show room had a great and fantastic feeling letting the Buyers feel they were welcome.
2) Attitude for the New Year "The Roaring 2020's Double Double and a New Decade.
3) Keep in mind, 80% of success is showing up an 20% follow up. Patience and Persistence work!”

Butch Craig with Co-Founders Sardor and Sarvar Abdullaev - Sleep and Beyond

Sadly - a few of the exhibitors in the showroom felt that they did not see the people they hoped to see, for a wide array of reasons. Some expressed that they need to update their product offerings because they were not opening up new customers. Some realized that they needed to do more pre-show marketing, some felt their traffic was off, but they were not sure why. Here are a couple of comments we received.

Jane Arason - Arason Enterprises
”We had a slow January Market. It felt more like a summer market”

Brice Hata - TMI Products
“The Market was tremendously slow compared to past Winter Markets. There was also noticeable lack of TOP 100 retailers present for this show. Not having Malouf present on our floor could have added to a drop in traffic as well. Although we are leaving our space after this show, we may return in the future. We have enjoyed the successes and relationships built from past shows and wish nothing but success in all your endeavors. Thanks so much Tambra!”

The SmartWerks team Sean Doan and Pat Kunish pose with Gordy Nelson who is retiring from the company. We will miss Gordy being in the showroom more than we can say.

Best Wishes Gordy!

On behalf of everyone in the SSA Showroom, we want to wish Gordy Nelson of SmartWerks a happy retirement. Gordy has been exhibiting with the SSA since July 2005, at the very first Las Vegas Market. Gordy is beloved among exhibitors, and he will be sorely missed.

The SSA will continue to offer a well-trafficked showroom for it’s exhibitors.

The SSA Showroom Showcases 34 Companies, Including 8 Brand New to Las Vegas

January 18, 2020 Tambra Jones

The Specialty Sleep Association (SSA) showroom at the Las Vegas Winter 2020 market is bracing for a busy winter market. “We have 34 exhibitors in our showroom for the January 2020 market,” says SSA Executive Director Tambra Jones. “Eight of them are new to our showroom.” Jones points out that at the last winter market showroom traffic exceeded 550 individual retail buying groups or individual retail businesses. “The retail attendance does not include the hundreds of sales reps, suppliers, manufacturers, industry leaders, associations, and other industry people who use the SSA space to make contacts and to conduct business.” Jones also confirms the continued trend of growth among online retailers, direct ship businesses, private label companies and vertically integrated businesses who check out the SSA showroom. “We do see the changes in the mattress marketplace reflected in our attendance showing an increase in diversity in both buyers and exhibitors.”

The seven new exhibitors at the winter market include Assured Comfort® Hi-Lo Adjustable Beds, Cyme Tech Inc., Lifestyle Comfort, PineTales, Inc, Slumba Mattress, Tonight Sleep Labs and ZBD Bed. Added to the 27 existing SSA exhibitors these seven new brands expand the choices and selection of sleep technologies and solutions featured in the SSA showroom. Assured Comfort Hi-Lo Adjustable Beds will showcase three different each offered in twin, full, queen and split-king size “Made in the USA”, all with quiet, remote-control articulation. The company’s Electric Hi-Lo foundations adjust mattress heights, and retrofitting is available. New at the January show, Cyme Tech Inc., will be showing their Stellar Home Furniture line for the very first time at the Las Vegas market. The company will feature their modern and contemporary Murphy bed and storage products made of manufactured wood, and designed with a contemporary and modern style to help consumers make the best of their square footage in their home or apartment. Offered in multiple trendy finishes, the Stellar Home Murphy bed selection and matching storage units are ideal for customers looking to transform their bedroom, spare room, basement or home office into a convenient and outstanding environment with space saving options in mind. The InstantTuck™ Bed Maker is debuting their scientifically designed foundation layer that sits between the mattress and the base platform. When placed under any mattress of the same size, InstantTuck™ enables making the bed without ever lifting the mattress. Lifestyle Comfort will be showing their “Easy-out” bed which becomes a chair and lifts it’s occupant up and out, and which has a whole-vibrate plate inside the bed. The Maxon Group will be on hand with what they say is something that distinguishes them from any training, coaching, and consulting you’ve previously been exposed to. PineTales, Inc, whose slogan is “We Know Sleep!” will present something that is distinctly different in the SSA showroom. This new company prides themselves in creating and marketing “America’s finest Buckwheat and Millet Hulls Pillows”. According to PineTales, their pillows come either in a unique modern and distinctive design and / or they are “offered in exclusive fabrics that are not to be found with any other natural pillows on the market.” The fourth new player on the show floor is Slumba Memory Foam Mattresses and Pillows, who are known for launching “mattress in a box” in Australia over ten years ago. Slumba, who believes that consumers should be able to obtain comfort and support at an affordable price, provides “extraordinary mattresses and pillows, but also offers personalized customer service.” Slumba promises its customers “the right fusion of support, breathability and alignment” to give the sleeper the comfortable night’s rest they deserve. Slumba pillows incorporate the perfect density of bamboo-charcoal memory foam offering the ultimate experience in comfort. The company also has added a level of cooling relief by wrapping their pillows in a hypo-allergenic ice-fiber cover regulating the sleeper’s temperature while she sleeps. ZBD Beds are presenting their innovative line of CBD-infused mattresses

As is always the case with the SSA Showroom a wide range of returning exhibitor will be featuring new improved and expanded lines of mattresses and bedding related products. Showroom veterans include:

Baltica Natural Products will be showcasing the brand’s Arcusbeds, their line of superior quality natural and organic luxury mattresses, which are handmade in Europe. The company now features GOLS-certified organic latex in their flagship products, also featuring five different certifications for quality and natural or organic content. Natural latex as opposed to GOLS certified organic remains an affordable option for consumers.

Best Rest, which continues its US market expansion with new product introductions including the Lux Personalized Sleep Mattress and Prive, Attainable European Luxury. After a very successful summer launch at the SSA Show and a whirlwind 12 state tour to numerous retailers, Best rest is now seeking to expand its sales team into a national presence and welcomes reps. their show-space. The company will feature new soy-based pillows to compliment the Best Rest line of European, hand-crafted mattresses.

Longtime showroom veteran Bedding Technologies Industries will be introducing two new mattresses-in-a-box. One is a 12 inch hybrid gel memory foam mattress infused with copper. The other is a 13 inch gel memory foam hybrid mattress. They will also feature two new metal beds in a box with headboard, footboard and platform.

Another returning veteran, Bio Sleep Concept is introducing their new patented Latex Mattress Topper, which warms or cools the sleeper’s body to guarantee an excellent night’s sleep. The new system is named HOCOMAT. It is a patented process that combines all the benefits of latex sleep with hydronic (water-based) heating and cooling. Microtubes embedded inside the HOCOMAT circulates water evenly and regulates the surface temperature of the mattress. The Dunlop-processed latex used in the company’s cores is sourced form rubber farms in Thailand.

Buyers interested in down/feather and down alternative home textiles products should visit Blue Ridge Home Fashions. The company is one of the leading bedding companies in this specialty arena. They are the exclusive licensee of the Kathey Ireland Home® and ELLE brands, for all basic bedding, as well as SERTA and Cannon® brands for the natural fill category. The emerging brand will feature their newest developments in down/ feather comforters and bed pillows, along with down alternative comforters and bed pillows. They will also feature their newest licensee Martha Stewart for the natural fill category.

With every possibility of drawing as much attention as they did last market, CannaBeds, Inc. will be showing their very exciting and environmentally-friendly CannaBeds Gel Memory Foam Hemp Mattress line. They also will be showing their top selling hemp and latex pillows in a tube.

SSA stalwart Danican has expanded its private label products and programs reaching clients in over 30 countries worldwide. They will be showing interested retailers, manufacturers and potential partners their complete process including design, production, quality control, shipping and all related details in-between to achieve a successful private labeling program for mattresses and accessories.

LMP Worldwide will be launching the “I Love My Mattress” brand. The initial launch will feature mattresses, mattress toppers and mattress protectors. The new product launch will include four distinct items in the Out Cold Mattress Collection with queen beds retailing form MSRP of $799 to $1,599. LMP has also designed 3 new hybrid pillows: the Out Cold Copper Hybrid, the Cul down, and the Cul Cloud. These products are designed and produced in the USA.

Once again, SmartWerks reaches out to assist retailers reach out to and manage customers: “Retailers will grow their customer list, stay in contact with that list, and give those customers a compelling reason to return to their store. Using the latest sales and management retail tools, retailers can turn everyday customers into committed fans and advocates for your business. Stop by SmartWerks to see how to grow your business with their Integrated Point of Sale, Inventory, and Accounting Software.

Like one of a kind solutions? Stop by Swiss Bliss to see the “World’s Only double-sided 100% Heirloom Quality” specialty foam mattresses. They will feature their bed-in-a-box system to maximize inventory dollars. They will also show their lavender infused sleeping surface created to promote a relaxing sleep environment. Come experience their patented process mattresses with no fillers so they easily conform to power bases.

Looking for an alternative to Asian sourcing? The team from TMI Molded Technologies will be expanding their footprint in the custom molded foam pillow category with the opening of a new facility in Mexico. For companies exiting Asia due to tariffs and other rising costs, TMI offers this opportunity to recoup that profit on foam parts, cut and sew operations and fulfillment services.

TRUBlanket will be introducing new blankets at the market as well as expanding their business strategies for retailers, manufacturers and potential partners. The products include: TRUBlanket Lite, a simple weighted blanket without a duvet cover. Also TRUBlanket Premium (48” x 72” and TRUBlanket Lux (60” x 80”) with duvet covers. The covers are gray, beige, navy and white minky fabric with embroidery at the corner. TRUBlanket will be offering private label options for those who are interested in selling under their own brand, or they will introducing wholesale pricing for those interested in selling the TRU Lite Bedding product line at retail.

Long time exhibitor W. Silver Products will be introducing a new addition to the company’s Gold Series line of adjustable beds. The new base will have memory functions, massage capability, USB and head tilt along with many other features, and will retail at $1499. The company is also introducing a complete lineup of adjustable bed bases that will have six legs and be able to fold in half. This will make these bases easier to handle by the retailer and the consumer. The new bases will range in price from $699 to $999 in queen. The company’s latest new adjustable bed introduction will be a UPS shipping friendly model and will have USB zero-gravity with a full range of head and foot articulation. This base will retail in queen for $599.

“We invite all sleep products retailers and other industry participants to C-1565 on the 15th. Floor in Building C to experience what is new and innovative in the sleep industry, to experience the excitement, the real energy of the room and to enjoy our warm hospitality. It remains a must-see and a fun market shopping experience for retail buyers, says Executive Director Tambra Jones. Jones invites market goers to stop in for a fresh, hot midday snack featuring the amazingly popular and well-received Aunt Annie’s Pretzels, offered Sunday thru Tuesday compliments of the SSA.

Member Spotlight: The Morgenstern Family has a History of Designing Quality Mattresses

December 17, 2019 Tambra Jones

Pleasant Mattress is a family-owned and operated mattress factory headquartered in Fresno, CA. Their energetic and marketing-savvy CEO Rion Morgenstern is the SSA’s newest board member. When we asked about his company, Rion and his team had this to say:

It’s the classic question that often reveals a lot about our real world experience—What advice would you give to your younger self? For Rion Morgenstern, the President and CEO Pleasant Mattress, the answer comes naturally, “Live a good story. Live a life that can be retold and people can tell stories about what you’ve done.” This insight quickly becomes a physical reality when Rion proudly gives you a personal tour of the Pleasant facility. As he speaks to their growing “House Of Brands” strategy that has helped triple the size of the company in the past six years, you begin to understand the importance of the STORY behind all of them.

“Brands have a reason for being. There are clear reasons why brands are important,” Morgenstern says. “Different brands serve different needs in the market, and that gives us an opportunity to stand out on retail floors.” He explains that the depth of this belief goes beyond just creating simple logos and taglines. Over the past 3 years, Rion and his team have created an immersive process to engineer a Brand’s DNA that aligns with customer mindsets, as opposed to just hitting price points or chasing demographics. Instead of chasing volume, low margins, and getting caught up in the bed-in-a-box dog fight, they create brand stories that actually mean something to consumers. Combining this with a benefit-focused and high-quality product strategy allows Pleasant to position at higher pricing. It has also allowed the company to expand its reach since high-value, premium-priced beds can be shipped across much larger sales territories.

At this point Morgenstern also makes it clear that they’re not just relying on some form of flashy marketing. “You’re not going to find a better value from any product on the market than what the Morgenstern family puts in a bed. I’m amazingly proud of the quality that my team produces and that we’re designing. The beds are world class, truly.” This commitment to quality has continued on strongly thanks to the hard-working history of Morgenstern’s family itself, which really shines as an American success story.

It all began when Ernst “Ernie” Morgenstern immigrated from Vienna to America and swiftly put his newfound freedom and entrepreneurial spirit to work by stitching together recycled bags for local industries. Within a few years, Ernie’s skills quickly evolved into making mattresses for the central valley area and Pleasant Mattress was born.

As the company grew into its own, so did Ernie’s son Herb. After graduating from Fresno State, Herb joined the company eventually becoming President. With the help of his wife Judy, Herb grew the family business from meager beginnings in chicken coops to a company manufacturing nearly 200,000 pieces per year in a 150,000 square-foot facility.

In 2011, Rion returned from a successful 20-year career in California’s interactive media sector by passionately putting his skill set to work with his dad. When you walk the floor with him and hear about all the new systems or efficiencies, it’s clear that he really jumped right in and spent a lot of time listening, learning, and optimizing. In 2014 Rion was promoted to President and CEO and while the company was already seeing fruits from their resurrection of the Chattam & Wells line, it wasn’t long before he set his sights on another classic brand story as well.

“My father often talked fondly of McRoskey, and I grew up admiring the brand since I was young. We now feel so privileged to be part of such a remarkable brand.” Morgenstern passionately explains that the San Francisco mattress company is also a third generation family business so, the connection was going to be deeper than just a simple business transaction. The Pleasant team started a 2-year process of working with closely with Robin McRoskey Azvedo to ensure both parties goals, standards, and values truly aligned. Meticulous training efforts went into ensuring that McRoskey’s incredible craftsmanship continued by creating a stand alone “McRoskey Works” building at the Pleasant facility. “McRoskey Works is an all-star team of mastercrafters and we are continuing to create life changing sleep.”

McRoskey Brand

It’s this dedication to life-changing sleep that also shines in their new collection. The time tested techniques and hallmarks of McRoskey remain in the new Soma Collection, while additions such as an innovative calico pocket coil system has enhanced comfort and even further reduced motion transfer. Morgenstern respectfully pays homage to the fact that, “It took 90 years for someone to create a coil system that could even come close to enhancing the original McRoskey design.” Noting that this wasn’t easy to do, but was really made possible by the tireless team at Pleasant. He candidly admits, “I’m really most proud of the culture we have here at Pleasant Mattress. We have a culture of appreciation and one of hard work.”

And that hard work really shows. Currently McRoskey, Spring Air, Chattam & Wells, Nature’s Rest,, Eclipse, Eastman House and Pure Talalay Bliss, as well as regional brands Cannon, Maxx and are all being produced here. And yes, while Morgenstern didn’t give any specifics, there probably will be some others added to the house of brands strategy soon. We guess you could say that the story of Pleasant Mattress continues to be written, and there are many more stories to come.

BTI • Manufacturer, Importer and Distributor

November 25, 2019 Tambra Jones

This month's spotlight is on SSA Member and anchor exhibitor Bedding Technology Industries (BTI). BTI has been exhibiting in the SSA Showroom since 2012, when Curtis Spain and Shel Guo and their team displayed with the SSA in High Point as well as Las Vegas.

BTI has grown to become a major supplier of mattress springs, nonwovens, insulator pads, and cut foam in addition to its manufacturing of wooden mattress foundations.

Bedding Technology Industries (BTI) is a minority-owned company which was founded in 2005. It began distributing metal bed frames, but quickly added additional products utilizing its vast network of overseas relationships and already-established offshore resources.

Using a thoughtful, deliberate, and streamlined approach, it did not take long for BTI to become firmly entrenched as a major manufacturer, importer and distributor in the industry supplying products nationwide.

BTI has also developed its own private label “Homepedic” product line of memory foam and hybrid mattresses, pillows, mattress protectors and encasements. Container programs are offered for these, and all, of BTI’s “Homepedic” label of items.

To further serve the industry, BTI additionally offers container programs for metal beds, platform bases, and power beds.

BTI takes great pride in its people, its products, and its business practices and is committed to serving our industry. As such, BTI is a proud member of the Specialty Sleep Association (SSA) and is always ready to do its part to take care of the members and their needs.

Bedding Technology Industries, 1745 Hayden Dr. Suite 140, Carrollton, TX 75006

The State of Sleep in America - Fun Facts from Mattress Insider

October 25, 2019 Tambra Jones

A satisfying good night's sleep can feel like the equivalent of a week-long vacation. I have energy in the morning. I can focus on work. Needing coffee becomes an afterthought.

But is it the same for everyone else?

Because let's face it. There's always that one night when we have a hard time sleeping. Statistics show that 48% of Americans don't get enough sleep, and 50% try to.

Numbers don’t lie.

To show the state of sleep in America, our research team here at MatressInsider has collected 61 facts about sleep. From sleeping habits to dangerous effects of lack of sleep. These statistics may motivate you to get a good night’s rest.

Member Spotlight: Smartwerks - Helping SSA Retailers Sleep Better

September 27, 2019 Tambra Jones

Smartwerks is committed to providing point of sale and customer engagement tools that our fellow members within the Specialty Sleep Association (SSA) need to grow their business. We take care of the details so you can sleep better at night.

Located near St. Petersburg, Florida, Smartwerks has been helping businesses for over 35 years. A lot has changed in our industry and we have, too. Rest assured, one thing has not changed, and that’s our unwavering commitment to provide software solutions that help you make better business decisions.

Being innovators by nature, Smartwerks knows how to create more opportunities for specialty retailers, especially fellow SSA members. Our integrated point of sale solution with accounting functions and customer engagement tools are easy to use and grow with your company. More than just a point of sale, it’s everything your specialty sleep store needs to compete with the big guys.

Our cloud-based software allows you to quickly access real-time inventory and sales, vendor and customer information, accounting functions, and much more. Plus, it’s customizable to fit your business needs, especially when you want to grow. All of this is backed by our support team that’s available 24/7, so you can get a good night’s rest.

The Smartwerks Team in their SSA Las Vegas Showroom space

We also understand how store owners have to engage more with their customers through frequent connections than ever before. Enter SmartConnect, our set of marketing tools that help you build your customer list, communicate with customers via text and email, and gather important feedback. Using SmartConnect will increase repeat business, boost profits, and create raving fans.

For over 35 years, we have been innovators and provide excellent customer service. In fact our first customer is still a customer, because we take a personal interest in their success.

To learn more, visit us at smartwerksusa.com and discover how we can help you:
• Process sales faster and more accurately.
• Bring in new customers and keep the ones you have.
• Manage your employees better.
• Spend money on the right products.
• Use powerful analytics to make smarter decisions.

Or you can talk directly with our Director of Sales, Patrick Kunish at 1-888-882-1530 Ext. 257.

Pat Kunish works hard at the Las Vegas Market

Traffic in the SSA Showroom was Up Compared to Last July Market (but Summer Market = slower market...)

August 20, 2019 Tambra Jones

It was a HOT one last month at the Las Vegas Summer Market. Triple digits outside but it was cool and comfortable on the 15th floor in the SSA Showroom. Business was brisk on Sunday afternoon and Monday. There were still new buyer groups coming in on Tuesday and Wednesday, but not as many as during Winter Market. 323 buyer groups were recorded at the SSA this Summer (which does not reflect those buyers spotted who came in “incognito” with supplier badges) - up about 12% from Summer 2018.

The SSA Sponsored educational even “Customer Engagement” was well attended. Sandwich fixins were available for those who listened to two excellent presentations. If you missed it, click here to watch the video presentation and see the picture gallery.

Pat Kunish - SmartWerks, Brian Davis - The Bedroom Store and SSA Board Member, Tambra Jones - SSA Executive Director, Shawn Doane - Speaker/SmartWerks and Ty Bate - Speaker/Podium

Some of the SSA exhibiting companies had this to say about this year’s Summer Market:

Dave Perry stopped during his rounds in the showroom to chat with Brian Phillips - Swiss Bliss

Jason Spar – Tru Blanket
Thank you for the opportunity to be in the space. It was good in connecting me with potential dealers and wholesale partners. Still in the follow up phase to see how much business we actually write.

Manu Kapur – GHCL Limited
Heartiest congratulations for a wonderful event. Our team was truly excited about participating in the show and was really pleased with the outcome.

Mark Schwartz – Blue Ridge Home Fashions
Summer Market absolutely met our expectations. We made some new connections and were impressed with the amount of traffic in the room. Overall, a great experience! Definitely $$$ well spent. And I met some really nice folks

Curtis Spain - Bedding Technologies Ind.
Traffic was down for us but our appointments showed up and we did meet possible new dealers. We will have new items for the winter market and be more proactive for appointments, as I expect better participation of dealers. The business climate in furniture is flat, but mattress sales are constant and we will focus on items to complement this market segment for the upcoming Winter show.

Sue Diamond - The Futon Shop/TFS Sleep
Summer market felt very dead. Some appointments showed up and some did not. It felt like I mostly saw fabric and component suppliers.

Juan Gonzales - BestRest LLC
We met expectations because we programmed meetings ahead of time and we had other visitors. about 75% of the meetings we asked for came by. this was a trial run for january and we felt it went well. we want to build upon what we did at this show.

Juan Gonzales chats with the ladies from Wright Global Graphis

Ryan Chilvers – CannaBeds
My show was great, thank you Tambra for everything. Top notch organization you have there, we will be back in January.

Butch Craig - Sleep and Beyond
Once again Would like to say a Big Thank You to and your team that make sure we all were ready for The Vegas 2019 Summer Market. Sleep & Beyond had the best Best Vegas Summer Market in eight years. I always will say 80% of success is showing up and 20% Follow up. The order writing and adding new buyers were strong. I do believe that the Specialty Sleep Association and it members are like family working together to create a good environment.

Ryan Chilvers - Cannabeds is all smiles with Larry Wolfe and his team

Butch Craig at Sleep and Beyond holds court every market

Brice Hata - Remarkable Pillow/TMI Molded Foam
It was about what I expected for Summer. We got a few good leads and all our appointments showed up. We have a new pillow introduction for Winter 2020.

Peter Laurens - Arcusbeds/Baltica Natural
Summer Market exceeded my expectations. Although overall foot traffic seemed a bit less than in the previous winter show, for us it was great--we received more visitors than we expected. The response to our new, redesigned Natural Classic mattress was so good that we might swap out our current Natural Asana for a redesigned version for the January Market.

Brice Hata explaining the perks with Remarkable Pillow

Peter Laurens explaining what’s inside Arcusbeds

The team at Sleep In Motion was busy busy this summer

Brian Davis - The Bedroom Store - is listening intently to what I Love My Pillow has to offer

Strong Market for SSA Showroom with 33 Exhibitors Including 10 New Manufacturers

July 25, 2019 Tambra Jones

Plus the Return of Fresh, Warm Pretzels for Buyers as they Shop

Friant, CA- July 22, 2019 - The Specialty Sleep Association (SSA) showroom could very well be a highlight of the upcoming Summer 2019 Las Vegas market with 10 new manufacturers and a total showroom of 33 exhibitors. Additionally, several of the returning exhibitors have expanded their show space in order to broaden their product selections and displays. “The 10 new exhibitors will add to the energy and innovative product technologies historically offered in our SSA Showroom,” says SSA Executive Director Tambra Jones. “Our showroom is a destination for retailers and for business-to-business opportunities. We are as excited about the new companies who are with the SSA this market as we are about the amazing products and business opportunities offered by our returning exhibitors.” Jones anticipates that the showroom will draw as many as 300 buyers, a strong number for the summer market. Jones explains that “Our showroom continues to be a high energy showcase for emerging industry players and a valuable center for business to business introductions and deals. If you are coming to the summer market you should plan to spend some serious quality time in the SSA showroom.”

The 10 new exhibitors at the winter market include, B-Sensible. BestRest USA, Blue Ridge, CannaBeds, GHCL Limited, MF Bedding, Shemline, Oshin, Titan and True Blanket. These new exhibitors bring to the showroom floor a wide spectrum of new sleep products for retail buyers starting with B-Sensible’s “Tencel with Zinc Oxide natural, breathable and waterproof fitted sheetes and pillow cases that protect a sleeper’s mattress and pillows.” These waterproof fitted sheets are constructed with a superior new generation of innovative a textile technology called Dermofresh™ according to B-Sensible. BestRest will be introducing a full line of European mattresses and pillows combining “the latest in Eco-friendly technology along with ultimate comfort, durability and personalization.” The company offers a full range of price points and promises that, “each of our product lines will guarantee to disrupt the industry.” The third new player is Blue Ridge Home Fashions, who have established themselves as one of the leading basic bedding manufacturers in the USA, specializing in down/feather and synthetic home textiles products. They are currently the exclusive licensee of the “Kathy Ireland Home®” and “ELLE” brands in all basic bedding categories, and they have recently added the “CANNON®” brand for the natural fill category. The company expects to announce their newest licensing partner at the market.

In keeping with their tradition of embracing “natural” technologies (air, water, all cotton futons) over the decades, SSA’s fourth new exhibitor is Canadian-based CannaBeds. This company will introduce their line of Hemp beds. According to CannaBeds, “Hemp is known as the Miracle fiber. It naturally regulates your body temperature. It is 3 times stronger and softer than cotton. It is resistant to Dust Mites, bed bugs, humidity and mold, plus it provides the ultimate comfort.” Hemp is also a hypoallergenic fiber and it has natural Anti-Bacterial properties to reduce and kill bacteria. It is gentler on your skin and actually gets softer with age and use. Hemp is naturally resistant to insects and disease; there is no need for the use of environmentally damaging and unhealthy pesticides or herbicides.

The 5th. new exhibitor is GHCL Ltd. from India. They will be presenting sustainable bedding concepts such as REKOOP made by recycling post-consumer PET bottles. The company will also showcase MEDITASI, an extensive line of innovative health and wellness bedding. MF Bedding is the 6th. new company showcasing. This company features a full line of visco-elastic beds, gel foam beds, toppers, protectors and pillows.

Numbers 7, 8, 9 and 10 include: Air Raschel by Oshin, Shemline, Titan Mattress Protectors and True Blanket.

Oshin is basically presenting a topper that can replace a mattress. Oshin’s Air Rashchel has a 96% air structure due to three-dimensional weaving allowing it to dissipate heat, disperse pressure and provide ventilation. It is an excellent product designed especially for people with back pain and heat reduction. Shemline is brining their top-of-bed products all the way from The Ukraine. Next is Titan Mattress Protectors offering a full line of encasement and protectors for mattresses, cribs and pillows. And finally is TRUBlanket introducing their “incredibly popular” line of weighted blankets. TRUBlankets feature “our superior design and construction, which offer the pinnacle of luxury, good looks and craftsmanship.

“Many times,” says Jones, “the products and services we feature in our showroom are being presented for the first time in any market. They are brand new to the industry. Our SSA showroom has been branded ‘an incubator’ for new innovations and technologies over the years. Educating and informing retailers and consumers is a key part of our SSA mission. We continue to serve as a platform for new and emerging companies in the mattress and bedding industry.”

Returning SSA Showroom exhibitors cover the full gamut of mattress, bedding and sleep related products as well as motion furniture, ergonomic furniture, bed support and foundations, futon covers, top of bed accessories, natural and organic sleep products, heating and cooling applications and retail store support systems from software to display solutions.

Retail buyers looking to carry bio-based, natural and/or organic products should stop in to visit Baltica Natural Products, Bio Sleep Concepts, Coolist Sleep Technology, The Futon Shop , Palm Pring Organic Coconut Mattresses and Sleep and Beyond. Baltica will be introducing a new model from their Arcusbeds line of certified natural and organic handmade beds from Europe. Specifically, the company will be show-casing their hand-nested, multi-zoned, pocketed coil line with extra loft and their flagship certified natural and organic latex beds. Bio Sleep Concepts will be presenting their beautiful new collection of 100% cotton bedspread and sham sleep sets which are made in Portugal, “perfect for all higher quality and all-natural bedding stores.” Coolist Sleep Technology with their bio-based Coolist foam and unique nanotechnology will display Coolist pillows: all designed to be heat dissipating, breathable and temperature independent. The Futon Shop/TFsleep will be featuring their newest UPS friendly, modern modular sofa sectional, designed with natural & organic materials. “Wool, latex, and coconut coir, is nestled on a low shelter frame, and plush pillows are the key to lounge-worthy luxury.” Sleep and Beyond, manufacturer of organic and natural bedding will be featuring their well-received myDual® Side Pillow, the ultimate 2 in 1, 100% natural, adjustable and washable dual side pillow, which provides extra support and pressure relief for the neck, shoulders and the spine.

Sleep retailers will find adjustable, ergonomic, heat and cooling control, sleep surface adjustable, medically driven, and Smartbed technologies in the SSA Showroom. Sleep Research Technologies will be giving out for free to retailers their summary “Cool Sleeping Products Comparison Guide” while offering retailers and potential partners the experience of sleeping on the AURIA “Climate Controlled Sleep System.” W. Silver Products will be featuring their expanding life of bed frames and adjustable beds which are made in their family-owned factories, noting that they are the only bed frame factory that also owns and operates a steel mill. The vertical integration from raw materials to finished products offers retailers the opportunity to buy bed frames and adjustable beds directly from the factory.

Focusing on products and services designed to make the retailer’s business life easier, Select-A-Mat mattress showroom display systems returns to the SSA showroom offering unsurpassed display convenience on the mattress store floor. Another great service, SmartWerks. an integrated point of sale, inventory and accounting solution from Tyler Net will be in the room to take you through their automated point of sales software program designed to help retailers increase sales, optimize inventory and “make better decisions across the board.” They will be introducing SmartConnect, a set of automated customer engagement tools that help a retailer grow a customer list and stay in touch with those customers to urge them to return to the store.

Private label, OEM and international import programs are growing in popularity. Long time SSA exhibitor Axiom Sleep Products (aka Rest-Medic) has been manufacturing and shipping to the USA since the announcement of the anti-dumping and the trade duty of 25% for goods manufactured in China. The company moved its operation from China to Southeast Asia enabling them the capacity to ship 300 containers a month. Axiom continues its program to expand their Original Design and Equipment Manufacturing business with memory foam and hybrid mattresses and sleep products. Bedding Technology Industries is introducing a container program for metal beds in a single box that can be shipped via UPS. They will also offer mattresses in a box and foundations in a box. Danican is expanding their highly successful private label program with the introduction of their new top-of-bed bundled private label packages aimed to enhance both consumer and retail sales convenience. Each bundle will include pillows, a sheet set and a comforter combined into one convenient sales packaging unit. Swiss Bliss Mattress Company will again be showcasing their Swiss Made sleep products.

Top of bed, pillows, toppers, protectors and all kinds of sleep accessories are on display throughout the showroom. Royal Heritage, a national leader in the bedding, mattress protection and futon cover industry offers their drop ship program and will showcase their futon covers. REMarkable Pillows by TMI Products will introduce their “Fiber Gel Core Technology”, which blends fluffy breathable microfiber with Grade A CerrtiPUR® Gel foam to create an ultrasoft responsive feather-like pillow in a full array of high performance covers.

A full array of furniture, mattresses, massage chairs, foundations, adjustable bases and a variety of sleep products accessories will be shown by SSA veteran exhibitors: Arason Enterprises, Electropedic/Body Sense, I Love My Pillow, Innerspace Luxury Products., Sleep-Ezz Beds, Sleep in Motion and U.S. Sleep Products,

At this market, the SSA again will offer retailers the famous and delicious Aunt Annie’s Pretzels in the showroom handing out fresh, warm pretzels to attendees. “We invite all sleep products retailers to C-1565 on the 15th Floor in Building C to experience what is new and innovative in the sleep industry, to take in the energy of the room and enjoy our hospitality. It’s a must-see and fun shopping experience for retailers,” says Jones.

Member Spotlight: Boyd Sleep - From Specialty Sleep to Mainstream

June 23, 2019 Tambra Jones

It’s 1977 in a vibrant midwestern college town on the shore of the Big Muddy in central MO where a young entrepreneur gazes out a sparkling window of his newly opened Waterbed Store. A gaze that eventually spans four decades, multiple retail stores, factories and warehouses and many thousands of happy well rested customers. Understanding his mission early, founder Denny Boyd sought to develop and bring to market products that provide “Quality Sleep for a Better Life”. Rapid growth in its retail business and the drive to innovate led the company into developing and manufacturing a wide array of sleep products. Boyd began manufacturing under Boyd Specialty Sleep and Accent Bedroom Furniture and was soon supplying retail chains nationally, as well the company’s own Missouri based stores, with Waterbeds, Airbeds, Memory Foam, Latex and Bedroom Furniture.

Since then, industry and consumer awareness of what constitutes healthy sleep and how it plays a vital role in the quality, longevity, and productivity of our lives has increased exponentially, continually reinforcing the importance of the mission Denny undertook with his company all those years ago. Denny Boyd is the first to say that his experience over the years as a retailer provides him with a deeper understanding of the priorities of his wholesale customers and retail consumers, as well as insights into product development to satisfy the end consumer’s desire for comfortable and supportive sleep surfaces.

Combining advances in sleep technology with this unique understanding of the consumer’s expectations continues to power the ongoing success of his company in its mission to achieve “Quality Sleep for a Better Life”.

As part of the Specialty Sleep Association’s collective of retailers and manufacturers who tirelessly develop and bring to market mattresses that incorporate memory foam, latex, air and flotation into superior bedding products, Boyd continues to develop specialized patented mattress technologies, and innovations. Boyd Specialty Sleep has been voted to the Small Business Hall of Fame and the American Dream Award and has been recognized by Inc. Magazine 5 separate times as one of the nation's 500 fastest growing privately held companies. Boyd Specialty Sleep has also been recognized by Walmart as a No.1 vendor for complete shipments and on-time deliveries. With over 35 patents and worldwide distribution of its products, Boyd Sleep is honored to be the only company in the industry to be recognized as both Manufacturer of the Year and Retailer of the Year by the Specialty Sleep Association. Sleep products traditionally marketed as “Specialty Sleep” such as memory foam, air and latex, have grown substantially in popularity in today’s marketplace and are no longer segmented at retail as “Specialty Sleep”. Boyd Specialty Sleep added traditional innersprings and Hybrid bed collections to its assortment of memory foam, latex, air and flotation bed-in-a box offerings as well as adjustable bases, platform bed frames, and decorative platform beds.

Adapting to changing consumer perceptions as well as the breadth of products now offered, Boyd Specialty Sleep changed its name to Boyd Sleep in 2017. Boyd Sleep is the only company in the industry to offer ALL the major types of specialty and traditional sleep surfaces under a stable of high-profile national brands that include Nautica Home™, Thomasville®, Drexel Heritage®, Broyhill® and Boyd Sleep™. These include waterbeds, air bed, latex beds, memory foam beds, innerspring beds and hybrid beds that combine two or more of these components. Boyd Sleep also offers a full line of temporary sleep solutions that solve a wide array of consumer needs for extra sleeping accommodations.

Denny Boyd and his company continue to drive growth with cutting-edge sleep product technology and distribution and marketing strategies that have improved consumer sleep quality as well as increased the profitability and success of retail partners.

How mattresses are purchased has changed. Product research and shopping now occurs largely online where consumers demand convenience, choice and control as they shop. Having perfected the art and science of developing mattresses made of several material types that must decompress fully and correctly, Boyd Sleep began producing and shipping compressed mattresses in a box over 10 years ago. Today Boyd offers several collections of compressed Hybrid, Innerspring, Memory Foam, Latex, Air and Flotation mattresses, from the very simple inexpensive two-layer mattresses most commonly found on the internet, to complex multi-layer support structures that provide a range of comfort and support. This wide array of compressed bed in a box product includes patented technologies for cooling, and ventilation providing selection and choice of comfort badly needed in online mattress offerings. As digital marketing technology transforms the shopping experience for mattresses, and as consumers demand convenience, choice and control over the mattress purchase, Boyd Sleep’s Bed in a Box packaging strategy lends itself perfectly to these consumer preferences.

As the shopping trends unfold, industry analysts1 find a majority of consumers prefer shopping on-line in the comfort of their home and making final selections in a retail setting where they can experience the mattress. Boyd Sleep accommodates the Omni Channel retail process in several ways. Boyd Sleep’s company owned web sites https://topaire.com/, https://www.boydwaterbeds.com/ and https://www.nightairbeds.com/ offer the company’s waterbed and airbed sleep systems along with adjustable beds and platform bedframes with free returns and generous trial periods. The https://topaire.com/ site features the company’s proprietary innovation in air support that changes up your existing mattress into a personalized dual adjustable air bed, transforming any mattress to perfectly support you!

Retailers may purchase these products and have them available for customers who have found the product online but prefer to purchase in store. All Boyd Sleep mattresses may be shipped via Fedex or UPS direct to the consumers home. Boyd Sleep provides a full complement of digital marketing assets for retailers use in developing online andsocial mediaproduct presentations. Boyd Sleep also provides“My Mattress Now™” drop ship to the consumer service for retailers who want to offer their customers buying in store the convenience of shipping directly to their home.

Marking its 42nd anniversary Boyd is excited to announce its first Nautica Home mattress collection at the upcoming Las Vegas Furniture Market. Nautica® is a top searched brand online. Nautica® brand’s search frequency per month is equitable to searches for Sleep Number® and Tempur-Pedic® offering retailers a powerful brand opportunity to drive their sales both in store and online at full margins. The Nautica Home™ bed in a box collection attracts a wide demographic that includes the 18-65 age group with features that support an active lifestyle. The Nautica Home™ collection includes both Memory Foam and Hybrid Innerspring models with proprietary patented cooling and support technologies developed by Boyd Sleep.

Fast forward 42 years, and Boyd Sleep finds itself perfectly positioned with products, national brands, omni channel retail tools and the passion and purpose to ride the wave of industry change into an exciting and bright future as they continue developing and bringing to market products that provide “Quality Sleep for a Better Life”.

**Boyd Sleep Fontana CA Warehouse Team**

For more information see us at Vegas Market:BoydSleep/World Market Center Building B Suite 901
Kristine Mattina 314-997-5222 ext. 164
https://boydsleep.com/

Using Your Diet to Improve Your Sleep Quality

May 28, 2019 Tambra Jones

By Ellie Porter
Managing Editor | SleepHelp.org

The human body requires at least seven hours of sleep with some people needing up to nine full hours for the body to be completely rested. However, stress, anxiety, and the increasing use of technology has many people lying awake long into the night. Yet sleep can be improved through any number of ways, one of which is carefully monitoring diet, not just what’s eaten but when.

The obstacles to good sleep continue to grow. For many, it’s stress and anxiety. A changing political climate, a lost job, or changes in a family situation can be enough to make sleep elusive. And, technology has now entered as the new deterrent on the scene.

The effects of technology start with light, namely blue light. The light that filters through the Earth’s atmosphere from the sun lies on the blue spectrum. The human eye has special photoreceptors that transmit this kind of light directly to the circadian region of the brain, which in turn, controls the sleep cycle. Sunlight suppresses sleep hormones, which makes sense since daytime is when people need to be the most alert.

However, devices like televisions, laptops, and smartphones emit a light that also falls on the blue spectrum. While their light isn’t exactly like sunlight, it’s similar enough to also cause suppression of sleep hormones. Any usage that’s within two to three hours of bedtime can prevent the start of the sleep cycle for several hours.

A delay in the sleep cycle can quickly turn into sleep deprivation, which takes hold anytime someone has gotten less than seven hours of sleep. Sleep deprivation’s effects continue to grow as more sleep is lost.

Lack of sleep also causes an increase in hunger and a decrease in satiety, the consequence of which is usually overeating. The types of foods that the body craves in a state of sleep deprivation also change. High-fat, sweet foods provide an increased reward in the brain during sleep deprivation. So, not only does the body feel hungrier, it wants to be filled with foods that lack nutritional value.

Despite the challenges of getting a good night’s rest, there are ways to promote better and more sleep. One, of which, is to focus on diet.

The brain uses circadian rhythms, biological processes that repeat in a 24-hour cycle, to help time the sleep cycle. Meal timing plays a role in regulating these cycles. Meals eaten at roughly the same time every day and spaced evenly throughout the day help the brain recognize when the sleep cycle should begin.

The composition of those meals also influences how and if the body stays asleep. Diets high in protein decrease the number of night wakings while those high in carbs reduce the amount of time it takes to fall asleep. Together, a well-balanced diet that includes both can create a more successful sleep cycle.

When a balanced diet is used in conjunction with good sleep habits, it can solidify sleep patterns and drastically improve health. Start by prepping the sleep area well before bedtime to reduce stress and anxiety. Arrange any necessary medical equipment, medications, and a glass of water nearby just in case. For those who need a late night snack, eat foods with nutrients used to make sleep hormones like milk products, almonds, walnuts, and bananas.

Though sunlight suppresses sleep hormones, it’s also necessary to keep the timing of the sleep cycle on schedule. Be sure to spend plenty of time outside, especially in the morning when the body needs to be at its most alert.

The easiest way to a healthy, consistent sleep cycle is to follow a schedule the brain can predict and maintain. Regular meals with a balance of carbohydrates and proteins can help. And finally, make sleep a priority to make sure adequate sleep is a vital part of every day.

Business-to-Business (B2B) Networking and Negotiations -- a Key Role Played Out in the Specialty Sleep Association Showroom at Each Market

April 24, 2019 Tambra Jones

By Dale T. Read, Former President of the SSA

When people think of the Specialty Sleep Association (SSA) Showroom C-1565 located on the mattress and bedding 15th. floor of Building “C” of the World Market Center, they typically do not think of it as a center of manufacturing or supplier business-to-business marketing and sales. In fact most people who are affiliated with or who visit the SSA “show within a show” know it for the 400 to over 500 retail buyers and visitors who walk through during each market. Many people have successfully reached sleep shops, furniture stores, department stores, big box stores and in recent years online e-tailors who walk through the SSA showroom.

Although not widely recognized, business-to-business networking and negotiations have played a major role in the SSA showroom since the first day. Although there have been countless examples of this over the years, I will mention a few standouts here for you.

About ten years ago when polymer gel was first making a splash as a new mattress/ bedding component for cooler comfortable sleep, the CEO of the soon to be number one mattress brand in the US visited the SSA showroom (then on the 13th. floor), and began negotiations with a new exhibiting gel supplier that later led to the gel supplier becoming a key vendor for this top-ten brand. Together the team that met in the SSA showroom helped make that brand Number One in impregnated gel and foam mattresses in the US.

For many years regional sales reps who are long-time mattress and bedding veterans have met emerging manufacturers in the SSA Showroom, often leading to negotiations and business deals resulting in new markets and opportunities for both parties.

It is very common for new companies to launch their product offerings and brands in the SSA showroom, build a following, and then open their own private showroom. A few years back, there was such a company who introduced high quality, exceptional European foam inspired mattresses and pillows. They were going through major changes in product offerings, marketing, shipping outlets, and wanted a new sales team. They approached the leadership of the SSA, who recommended a prime experienced specialty sleep sales rep as a candidate for the position of national sales manager. This union has proven to be very successful for both parties and today that rep still serves as the brand’s national sales manager.

An internationally based inventor / designer of an ergonomic zoned adjustable bed base system came to the SSA showroom looking for retail customers, but then also used the venue to strategically reach out to manufacturing and supplier partners in North America. As a result of the most recent SSA Show, the company identified at least a dozen potential manufacturing /marketing partners. They are in the process of following up and negotiating a possible business deal.

A growing entrepreneurial European company offering an innovative, unique all-natural innerspring technology introduced their new product in the SSA showroom and targeted over 50 prospective manufacturers and retailers. The company went on to expand its business to capacity level doing business throughout Asia , Eastern Europe and Northern Europe. Today the door is still open for possible expansion of this all-natural support system into the USA.

A fast-growing Scandinavian and US based mattress, bedding and top-of-bed accessories company with a prime location in the SSA Showroom has recently launched the company’s growing private label program offering B2B solutions to retailers and other manufacturers. They recently published a “Guide to Private Label”, which they have posted online and distributed at the recent SSA Show.

A mid-western innovator focusing on offering health-based and ergonomic mattresses and bedding for sleepers who have pain or who are elderly, disabled, or physically challenged, showed several times in the SSA showroom. They approached the SSA leadership to find new sources for highly specified foams, cooling gel polymers, mattress materials and assembly. The SSA played a key role in introducing this ergonomic health-focused bed maker to eight different foam and latex suppliers, manufacturers and possible partners. Over the past year a working partnership has evolved between the ergo-bed company and a leading latex and foam supplier. Patented bed technologies recently have passed both performance and burn tests. These beds are now taking off with older of physically challenged consumers.

Another form of business-to-business activities has also been occurring on the SSA show floor. Over the past several markets online marketers or e-tailer buyers have been looking in the showroom for innovators and sources in order to expand their lines. Many of the SSA exhibitors are now reaching online /e-tailers, not just the traditional sleep shops, furniture stores, department stores and mass merchandizers.

SSA Executive Director Tambra Jones reminded me of several of the B2B deals that have been made between neighboring exhibitors in the showroom. Companies collaborate on new products, share raw materials knowledge, provide one another with private-label opportunities, and create team efforts in other shows or marketing opportunities. “The camaraderie within our showroom is palpable” says Jones.

As change has occurred at a swift pace in the mattress and bedding world, the SSA showroom has led the way as a vital and powerful venue for business-to-business contacts. If you are interested in learning more about the SSA Showroom and the numerous business-to-business opportunities, I encourage you to reach out to Executive Director, Tambra Jones.
Email: tambra@sleepinformation.org
Tel: 559-868-4187

Each exhibiting company receives the list of buyer groups visiting the showroom

Member Spotlight: The Suite Sleep Story Has Been 16 Years in the Making

April 23, 2019 Tambra Jones

In 2003, Angela Owen started a little organic mattress and bedding wholesale & distribution business in Boulder, CO called Suite Sleep.

Over the next decade she became a voice for the natural and organic mattress sector through the SSA’s Green Initiative and educational programs. As an industry pioneer, she has spent the past 16 years shaping this bedding niche and growing her distribution business into a boutique manufacturer of sustainable luxury bedding. Now, with almost 20 years' experience, she is committed to being a change-maker in sustainable mattresses.

The company has grown to include her husband Jim and daughter Kayleigh who manages the cut-and-sew department.

You can find their Suite Dreams mattress in over a dozen hotels in the United States and three more internationally. The Little Lamb Organics Kids’ line got it start in the SSA showroom in Las Vegas and is featured in boutique bedding stores throughout the country. Designed by a mom just for kids!

Angela is a proponent of sustainable products who generously shares her story and what she has learned with industry peers.

In her own words: “Suite Sleep specializes in latex mattresses using local wool from Colorado and organic cotton for boutique hotels that share our values of sustainability and reducing our impact on the environment. Hospitality offers a great opportunity make an impact on how we think about sustainable travel. Guests and hoteliers alike are beginning to appreciate businesses that share the values of luxury amenities with minimal environmental impacts. Suite Sleep is at the forefront of this movement in hospitality.

Our pillow collection features our customizable designs that empower the consumer to make it their own. Product innovation is tantamount to our success in the crowded bedding space an we offer customers unique features to give them the best possible sleep. The entire collection includes mattresses, toppers, pillows, and comforters all made in women-owned facilities supporting US manufacturing and sourcing.

Because our mission at Suite Sleep’s is a fierce commitment to the environment , it drives us to continually evaluate product designs and processes, to bring the best sustainable, natural and organic products to boutique mattress stores and hotels. When one considers the vast amount of bedding and mattresses that end up in the landfills and the chemical off-gassing of these products in our homes, choosing a natural bedding solution is tantamount to good health and the health of our planet.”

Explore what Suite Sleep has to offer at www.suitesleep.com and www.suitesleephospitality.com.

Beaudoin • Succeeding and Growing for 3 Generations

March 27, 2019 Tambra Jones

Longtime SSA member Beaudoin is a family owned company based in Quebec, Canada. Now with its 3rd generation at the helm, this leading manufacturer of metal bed frames, upholstered beds, and upholstered platforms is well poised for further success within its product categories.

Starting in 1963 with metal bed frames and bed supports, Beaudoin quickly grew to be a leading supplier to the industry across Canada and the Eastern United-States.

Not only was company founder Julien Beaudoin creative, he was excellent at manufacturing products efficiently. In that era, Daveluyville, QC was a hot bed of solid wood furniture manufacturing. These manufacturers needed suppliers of components and Mr. Beaudoin saw an opportunity.

20 years later, when his daughter, Mme Diane Beaudoin took the reins, she expanded both the customer base and the product line. The company was servicing the furniture retail industry initially from coast to coast in Canada, then in the Eastern United States.

Her son, Brian Crochetière is now the President of the company. In the last 15 years, building on their strong manufacturing expertise and desire to provide other support options, Beaudoin has expanded into the upholstered headboards, beds and platform categories.

With 4 factories and more than 120 employees, Beaudoin focuses on providing its customers with a variety of products to support their mattresses. With the rise in popularity of the upholstered beds, and more recently platforms beds, they are a great source for everything that goes under a mattress.

Beaudoin’s customers know them best for their great reliability as a supplier, their flexibility as a manufacturer and the value they can offer consumers. With a wide catalogue of products, Beaudoin can help any retailer maximize their offering and profits! You can find out more at http://www.julienbeaudoin.com/en.html

Pascal Roberge, Director of Sales at Beaudoin for more than 10 years, is an active member of the SSA Board of Directors. He tells us, “The Specialty Sleep Association is a fantastic group of suppliers to the industry. The Las Vegas market has been key, but also all year there are many opportunities between markets to work together and with retailers make this association a great resource.”

How to Fall Asleep Fast (in Five Minutes or Less)

February 26, 2019 Tambra Jones

by John Breese, www.HappySleepyHead.com

Every person at least at one point of their life has had difficulties with falling asleep. And we all know that when insomnia episodes become more regular, it can seriously affect our quality of life.

I’ve also been there.

And when this problem started to bother me hard enough, I decided to get my sleep back.

In this article, I’ve collected the most effective, science-based techniques that will help you fall asleep faster and sleep better.

So, set the timer and let’s do it!

Routine, Ritual, Rhythm: Rebuilding Your Sleep Habits

According to different studies, one of the most common causes of sleep onset insomnia (read: troubles with falling asleep) is anxiety.

Remember those nights before your sister’s wedding, an interview for a new job, or an important test?

I am sure that you didn’t get a wink of sleep.

But you could avoid that if you knew this:

Our brain quickly becomes attached to rituals.

When some things are associated with calmness and relaxation, doing these things can reduce stress levels, which makes it easier for us to fall asleep.

Therefore, it is quite important to build healthy sleep hygiene that makes you relaxed and puts you in the mood for sleeping.

Here are some ways to help you calm anxiety.

Stick to the Timing

Circadian rhythms are a thing.

Like any clock, they sometimes require adjustment.

The easiest way to do this is to tie your sleep and wake time to the specific hours. Thus, when the evening comes, the body itself will help you fall asleep faster, and awakening in the morning will also become easier.

“If you spent the night without sleep, it is better to wait for the evening and go to bed a few hours earlier than to nap during the day. The thing is, daytime sleep can only make it worse by adding excessive alertness in the evening, which can result in an insufficient amount of sleep for one more night.”

Relax and Wind Down

The things we do before bedtime are as important as the night rest itself.

Therefore, dedicate 20-30 minutes before bedtime only to yourself. Drink chamomile tea, take a bath with candles or a hot shower, change into comfortable pajamas, or meditate.

Or, all of that together.

Or, do something completely different if this something is able to relax you and set you up for sleep.

Use Bed Only for Sleeping

Again, it's all about associations.

If you are sitting in bed looking through emails or working, if you use it instead of a sofa when watching movies, if you eat there, then the brain loses an association between a bed and sleeping very quickly.

To avoid that, organize the space around you so that the bed would be a sacred place for sleep.

Go for a Walk

Physical activity and fresh air increase the production of endorphins known as natural painkillers. It helps your muscles relax and reduces your stress levels.

Slow pace walking for 30-60 minutes will help you clear your head from heavy thoughts. Plus, you will spend a little more energy (hence, get a little more tired and sleepy).

Massage

Professional massage therapy is a great way to relax. But self-massage can also have a good relaxing effect. Use pressure in a hot shower, special heat or vibratory massagers, or just knead your neck and shoulders with your hands — all of this will do.

Sleep-Friendly Environment 101

Home is where your bed is.

But sometimes your bedroom may be preventing you from getting a good night’s sleep.

I have a few tricks will help you create a healthy environment in your bed and around it.

White Noise

It’s a proven fact that white noise helps you relax and tune in to sleep by increasing drowsiness. Pop up the headphones and turn on the white noise track in the player. You can also use special white noise machines that are widely available on the market today.

Temperature

The temperature of our body drops at night, and some scientists consider this to be the key to falling asleep.

Although this happens naturally, you can aid this process.

The optimal temperature for sleeping is 60-67°F. So, adjust your thermostat and enjoy a good night’s sleep.

Scents

Aromatherapy can also help reduce stress and induce sleepiness. So, it’s a great idea to get a bottle with one or more of the following essential oils:

● lavender;

● rosemary;

● sandalwood;

● jasmine;

● ylang-ylang;

● rose.

Rub a few drops in your temples or just put a diffuser on the bedside table.

And you’re good to go.

Lights

Our body depends on light and its absence more than you think.

By dimming lights 30 minutes before bedtime you help your body produce melatonin also known as a sleep hormone. The peak of its secretion is tied to the total darkness in the room. And if you like to check your social media in bed, say hello to insomnia.

“You can use high luminosity lamps to suppress melatonin during the morning hours, which will aid in waking you up. These lamps mimic the natural morning sunlight, thus inhibiting melatonin production.”

Science-Powered Hacks to Help You Travel to the Land of Nod

So, you’ve made your bedroom sleep-friendly and are practicing healthy sleep habits, but it still does not improve your sleep?

Or, the improvements aren’t as noticeable as you’d expect.

Don’t worry!

I’ve got science on your back!

Breathing Techniques

You probably heard about the 4-7-8 method.

So why don’t you try it?

The 4-7-8 method is basically a breathing technique that consists of four steps:

● exhale completely via your mouth;

● close your mouth and inhale via your nose while counting to 4;

● hold your breath on the counts from 4 to 7;

● exhale slowly out of your mouth on the count of 8.

It is important to place the tip of your tongue against the ridge behind your upper teeth throughout the exercise.

Those who have tried this method refer to it as a technique that is taking only 60 seconds to fall asleep.

Visualization

Imagination is a powerful tool.

Visualize an environment that makes you feel calm and happy. The key to success is thinking of a scene that’s engaging enough to distract you from your thoughts and worries for a while.

If this seems a bit unlikely to you, here’s an Oxford University study where participants were asked to imagine different pleasant scenes before bedtime and, as a result, fell asleep 20 minutes faster.

At least, you can try.

Check Your Diet

The quality of your sleep can be directly impacted by the food that you had on your plate a few hours before bedtime.

Thus, spicy and heavy foods, such as a chilli taco or a steak, won’t do you any favor.

What should you eat instead?

Many scientists agree that tryptophan-rich foods — such as turkey, eggs, nuts, and salmon — will work best as a late dinner.

Also, you can indulge yourself with dark chocolate and bananas since they can boost your magnesium levels, which in turn increases the levels of melatonin.

MEMBER SPOTLIGHT: Danican® = Danish + American

February 21, 2019 Tambra Jones

Our spotlight member this month is Thomas Frismodt and his company, Danican. Thomas and his wife Naomi introduced their company to the U.S. Market in the SSA Las Vegas showroom about 5 years ago, and have become anchor exhibitors. Thomas is now the Vice Chairman of the SSA Board of Directors.

Let’s hear their story, in their own words (what they call their rags to redemption story) and how they’ve gone 100% private label.

Who is the little Danish company that grew its business over 500% in five years? If you guessed Danican® – you’re right!

Thomas Frismodt and his wife, Naomi, created Danican® (a name that blends their Danish/American heritage) in 2000. They adventurously moved Danican® from its roots in Aarhus, Denmark, to America in 2012. Their goal was to supply the market with affordable luxury in bedding.

“It hasn’t always been easy”, admits Frismodt recalling that first year in the states, “We lost our biggest account within months of arriving – and with our three kids to feed.”

He persevered and looked for creative ways to expand their client base. They were offering a suite of products from their inventory line, which at that time included mostly mattresses and pillows.

Thomas visited the SSA portion of the Las Vegas show in 2013 and realized this was a great place to showcase his products. He liked the volume of foot traffic he saw and the flow of many companies exhibiting side by side in one showroom. By the next show he was exhibiting there with several other building brands.

“The foot traffic was always great,” he shares, “buyers always make sure to cover ground at the SSA portion of the show.”

Naomi works with a showroom customer at Market

Little by little, things began to turn around for Danican®. They began providing cooling fabric to a large American mattress manufacturer. Then they were asked to supply a mattress protector program for a 2500+ European based chain. And not long after that, they began providing private label mattresses for multiple clients in the U.S. and Canada. Today their products are in more than 30 countries around the world!

Thomas attributes this success to two things:

1. Factory relations and trust. He has spent much time in Asia building relations and sourcing technologies. Over the years he has broadened his manufacturing relations to Europe and America. He believes trust is a key element when finding the right factories and he’s learned that the hard way. “I want our customers to benefit from my lessons. Our current factories are trustworthy, timely, and deliver quality.” he says.

2. Innovation and problem solving. NOBODY wants bed bugs – and this was a real problem for certain clients. That is how Thomas came upon the idea of creating a detachable “extra” layer on a 6-sided, fabric treated mattress encasement. This alleviated much suffering in the hospitality industry where housekeepers were constantly lifting mattresses to change protectors. Danican’s® encasements/protectors are also a lifesaver in the rent-to-own furniture sector where millions of dollars were previously lost on used furniture they couldn’t resell due to hygiene issues.

As a true leader, Thomas joined the SSA board in 2018. As CEO of Danican®, he sees this membership as a way to give back, and to build stronger relationships with leaders of other exhibiting companies. He has a lot of experience to share and looks forward to building an even stronger market for all.

Spirits and Attendance Were Up Up Up at the Las Vegas 2019 Winter Market

February 21, 2019 Tambra Jones

The mood at Winter Las Vegas Market was an upbeat one. The companies working the in the SSA showroom were very busy, and many said they were able to close deals this Market that they have had in the works for years - a fact they attributed to the dealers feeling much more positive to plan and move forward with new programs. Overall traffic was up at Las Vegas Market, which was certainly reflected in the SSA showroom, where the buyer attendance was up 7.5 % over January 2018 (from 529 buyer groups in 2018 to 571 buyer groups in 2019). More significant than the number of buyers shopping in the SSA showroom was the upbeat attitude in the room. We suspect the dismal past July Market made this January Market seem exponentially vibrant.

The first 3 days were filled with presentation after presentation.

Auntie Anne’s was in the house, and they were a HIT.“Auntie Anne's pretzels were not only great to eat, buyer could take and go,” said exhibitor Butch Craig at Sleep and Beyond. “Awesome idea! Buyers loved it. Was real food for hunger,” from Brice H… — **Auntie Anne’s was in the house, and they were a HIT.**
“Auntie Anne's pretzels were not only great to eat, buyer could take and go,” said exhibitor Butch Craig at Sleep and Beyond. “Awesome idea! Buyers loved it. Was real food for hunger,” from Brice Hata at TMI Products. Kyle Borreggine at CULP said, “Hard for me to sneak away for a “full lunch”, this made the hunger easier .”

The Swiss Bliss team doing presentations

Once again we did an exit poll of our exhibiting companies. We partner up with our exhibitors to create a positive and profitable market experience, and so we are eminently interested in everyone’s feedback after Market.

Here are the comments that came back to us this time.

Shana Hughes, pillow manufacturer I Love My Pillow: I Love My Pillow had their best market yet. SSA always does an outstanding job & we’re looking forward to showing again at Summer Market. The layout of the showroom is extremely smooth for everyone inside. The flow of traffic works perfect not only for the vendors but retailers are able to see what all is offered without walking from different buildings or floors.

Brian Phillips - mattress manufacturer Swiss Bliss: This was our best market to date. Not only did we open new customers but we also engaged with more than one well known industry individuals about new projects and future collaboration. We have lots to accomplish between now and July and look forward to designing our new expanded showroom.

Kyle Borreggine, softgoods manufacturer Comfort Supply Co by CULP: Specialty Sleep is the best bang for your buck at Las Vegas Market. High traffic and great destination for retailers. It really can’t be beat.

TFS/Honest Sleep and Sleep and Beyond are showroom neighbors

Butch Craig - organic softgoods manufacturer Sleep and Beyond: Vegas 2019 Winter Market was # 14, for Sleep & Beyond and the best market ever. As I always say, 80% of success is showing up, and the 20% is follow up. Not showing up you are know as being absent, and therefore you have no % of being successful. The Specialty Sleep Association do an outstanding job of making buyers feel welcome and provide coffee, food & drinks. We as exhibitors have to do our homework of inviting and selling and follow up. Remember the 80/20 Rule.

Suzanne Diamond - natural and organic mattress manufacturer TFS Solutions: Excellent support from Tambra, everyone in all the showrooms were friendly and kind and we all worked together very well.

Peter Laurens - mattress manufacturer/distributor Baltica Naturals: This market show was the best that we have experienced so far; we received an unexpectedly large number of visitors and serious buyers. The SSA showroom is literally the best place to be in the entire LVM for small- to medium-sized bedding companies. There are other locations where a showroom feels isolated and off the beaten path--but the SSA is ideally located to attract traffic.

Brice Hata and Tania Lopez from TMI/Remarkable Pillow

Brice Hata - pillow manufacturer and foam supplier TMI Industries: I have to be honest with you. With the tremendous decrease in foot traffic at the previous Summer Market, along with the continued challenges that smaller retail store fronts are experiencing, we considered pulling out of Vegas and investing in other foam trade shows. We were pleasantly surprised with a better quality of traffic and buyer this Winter. We finally got traction on an account we have been working on for years with our Rep, and opened up quite a few smaller size retailers as well. We realized that sometimes you have to believe in building your customer base for the long haul. Even if that means sacrificing a slow Summer Market to get there.

SSA Showroom Hosts 34 Exhibitors - Including 6 New Manufacturers and Dozens of New Product Introductions

January 18, 2019 Tambra Jones

…not to mention the fresh warm pretzels for buyers as they shop.

The Specialty Sleep Association (SSA) showroom will be booming during this upcoming winter market according to Executive Director Tambra Jones. “We have 34 exhibitors in our showroom for the January market; 6 of whom are brand new. The changes we’ve made in the showroom have allowed for more companies to display products and services and will add to the depth and diversity of offerings to mattress and bedding retailers.” At the last winter market, Jones points out, the SSA had over 500 individual retail buying groups visit the showroom, and she hopes for the same or more at this winter market.

“We have noticed an increase in online e-tailers and big box stores coming through our showroom along with the traditional sleep shops, furniture stores and department stores,” notes Jones. “We see an increasing diversity in both buyers and manufacturing exhibitors.”

The six new exhibitors at the winter market include, Comfort Supply Co. by CULP, I Love My Pillow, Signature Sleep, Sleep-Ezz, Sleep in Motion and Ultra Comfort America. These new exhibitors bring to the showroom floor a wide spectrum of new sleep products for retail buyers starting with Comfort Supply Co. by CULP® who will showcase their line up of aggressively priced top-of-bed sleep accessories featuring their eLuxury bamboo mattress pad, which they report is the Number 1 selling mattress pad on Amazon®. I Love My Pillow is featuring their updated and colorful packaging along with prototypes of in-store retail displays and samples of possible new pillow style additions.

When it comes to cutting edge mattress technology designed to allow the sleeper to wake-up restored, Signature Sleep brings to the showroom their new Signature Sleep Reset 12-inch Nanobionic® Pillow-Top Hybrid made with Nextgen bio-functional material.

Retailers interested in marketing specialty and leisure beds should stop by Sleep-EZZ to learn more about the ALL-IN-ONE adjustable and Power Lift bed. And speaking of unique adjustable features, Sleep in Motion will be introducing their unique specialty adjustable bed that rocks you gently to sleep. This product could change the way many people sleep for many years to come. Finally rounding out the new SSA exhibitors, Ultra Comfort America will be showing their power recliners which are equipped with their patent-pending Eclipse Technology tilting motion that cradles the body allowing for a rejuvenating night’s sleep.

Returning SSA Showroom exhibitors cover the full gamut of mattress, bedding and sleep related products as well as motion furniture, ergonomic furniture, bed support and foundations, futon covers, top of bed accessories, natural and organic sleep products, smart-beds or app-driven comfort systems, heating and cooling applications and retail store support systems from software to display solutions.

The Futon Shop will be featuring their 100% Natural Sofas and Loveseats, as well as their mattresses and futons. Customers can choose from natural wool, latex, or coconut fiber – or organic wool, latex and natural coconut fiber with 100% linen and choose from a selection of 100 different fabrics for the cover.

Sleep and Beyond, manufacturer of organic and natural bedding will be introducing their new myDual® Side Pillow, the ultimate 2 in 1, 100% natural, adjustable and washable dual side pillow, which provides extra support and pressure relief for the neck, shoulders and the spine.

Sleep retailers will find adjustable, ergonomic, heat and cooling control, sleep surface adjustable, medically driven, and Smartbed technologies in the SSA Showroom. ERGOLife, founded on the principle that beds should contour to the requirement of an individual’s spine, will be demonstrating their new ERGOLife iBed , which can be adjusted to provide individually targeted and tailored support to the lumbar area , as well as pressure relieving zones for the shoulders and hips. Controlled by a remote or by a newly introduced app, the iBed contours to each unique individual spinal structure by adjustability and targeted zoning. Orthex of Canada will be featuring their healthcare inspired Posture Cushions and Posture Pillows, designed to help with back, shoulder, neck and leg pain, as well as sciatica, breathing, digestive and blood-flow issues.

Sleep Research Technologies will demonstrate their “AURIA Climate Controlled Sleep System” delivering cool crisp, clean filtered air so the sleeper no longer experiences heat related discomfort and loss of sleep. The system is designed to give the consumer a perfect night’s sleep. Supernal (Transfer Master Products, Inc.) supporting the “Aging in Place” movement will be presenting their Hi-Low adjustable bed specifically designed with the option to vertically elevate the bed up to 20 inches to assist getting in and out of bed.

W Silver Products will be highlighting their comprehensive line of adjustable bed bases, bed frames and folding foundations which are made in North America and not subject to the current import tariffs.

Private label, OEM and international import programs are growing in popularity. Long time SSA exhibitor Axiom Sleep Products (formerly known as Rest-Medic) has moved its operation from China to Southeast Asia enabling them the capacity to ship 300 containers a month. Axiom is looking to expand their Original Design and Equipment Manufacturing business with memory foam and hybrid mattresses and sleep products. Danican, an emerging international private label partner will be presenting their retailer and OEM custom, focused private label programs, which offer container load or less than container load shipping options. They will also be introducing new designs of mattresses, pillows, mattress ticking and packaging designs. One of their new designs will be the Duck feather pillow with the option of either a laser cut or a solid memory foam core. Swiss Bliss Mattress Company will be debuting three new models of Swiss Made sleep products as well as introducing a new mattress cover scheme at the winter market.

Top of bed, pillows, toppers, protectors and all kinds of sleep accessories are on display throughout the showroom. Bedding Technologies will be featuring their new line of pillows, along with protectors, comforters and bedsheets, as well as their RTA mattress foundation, which can be shipped by UPS. Royal Heritage, a national leader in the bedding, mattress protection and futon cover industry offers their drop ship program and will showcase their 18 color Solid Collection of futon covers.

A full array of furniture, mattresses, massage chairs, foundations, adjustable bases and a variety of accessories will be shown by SSA veteran exhibitors: Arason Enterprises, Dreamzy Mattress, Electropedic/Body Sense, Grand Rapids Bedding, Innerspace Luxury Products, J P Products, NCFI Polyurethanes, Remarkable Pillow / TMI Molded Foam Tech., U.S. Sleep Products, and uKnead Massage Chairs.

At this market, the SSA will offer retailers the famous and delicious Aunt Annie’s Pretzels in the showroom handing out fresh, warm pretzels to attendees. “We invite all sleep products retailers to C-1565 on the 15th. Floor in Building C to experience what is new and innovative in the sleep industry, to take in the energy of the room and enjoy our hospitality. It’s a must-see and fun shopping experience for retailers,” says Jones.

MEMBER SPOTLIGHT: InnoMax Corporation gives us an idea of their journey into and through their success in the specialty sleep category

December 17, 2018 Tambra Jones

Longtime SSA Member InnoMax® Corporation, headquartered in Denver, Colorado, is our Member Spotlight feature this month. We asked them to send us a company summary, and give us an idea of the steps it took to get them where they are today. Here is their write-up.

Today one of the largest sleep products manufacturers in the industry, InnoMax was originally founded in 1975 as Rocky Mountain Inflate-A-Bed. InnoMax began its 43 year journey in a very modest fashion. Knowing there was a better way to sleep than on a set of cold steel springs, founder Tom Lavezzi filled his van with basic vinyl air mattresses and began visiting local bedding retailers to promote the idea of air suspension sleep. Early success offered encouragement, but the “butt-seam” construction on the mattresses proved to be less than ideal for daily use. Necessity is the mother of invention, so to keep the airbed business afloat, waterbed sealing technology was used to repair the air mattresses. This quickly led to adding a complete line of waterbed products to the mix, allowing retailers to join in the specialty sleep boom of the 1970’s. With each new challenge, a product design was improved and more new ideas were brought to life. The company name was changed to InnoMax due to the company’s “Maximum Innovation” mission for product evolution and development.

InnoMax was proud to be a part of the early days of the airbed and waterbed revolution. The company moved to larger facilities and expanded production into all aspects of specialty sleep. With the fervor of the waterbed craze, all types of alternative sleep systems were gaining in popularity, including adjustable airbeds. Soon memory foam and natural latex would join the category and then variations of all types were created.

InnoMax decided long ago to get direct feedback from the consumer to offer real time information to help their dealer network successfully promote these non-traditional products. The retail sales associate in a specialty sleep showroom had to have an immense amount of product knowledge and training to help consumers understand the benefits of specialty sleep products. The specialty mattress and bedding sales floor could not simply be a “pick one and we’ll deliver it Saturday” kind of experience. The products were complex and needed to be explained. In order to assist dealers to be better promoters, InnoMax remodeled some warehouse space and created a testing environment called the Retail Laboratory in Denver, armed with market-tested products, sales presentations and marketing strategies. If the innovative products could be effectively sold in a warehouse district far away from high-end malls, then InnoMax was confident the dealers would find success as well. The term “Hard to Find and Tough to Beat” became a marketing slogan for these products and the great benefits and high values offered to the consumer who searched them out.

Effective marketing campaigns were also tested in the Laboratory. For instance, to promote a product with a less-than-favorable set of beliefs surrounding it, a new approach was developed. The company replaced the high energy “Mattress Man” advertising with trustworthy local celebrities whose love of flotation sleep broke down the barriers and myths, and paved the way for a whole new generation of consumers eager to enjoy the therapeutic benefits of sleeping on a waterbed. The company created the name “Mud Bed” to alter the perception many consumers had with the term “waterbed”. Customer after customer would enter the showroom asking to see the famous Mud Bed, not really knowing it was a waterbed. Only after the customer had reclined on the bed to enjoy the relaxing massage and video presentation, would the sleep consultant reveal the true identity of what they were experiencing. The looks of shock and ear-to-ear smiles on the consumer reinforced the viability of this sleep option.

Mark Miller, SSA Chairman and InnoMax CEO

Based upon the premise that air and water can be refined to create some of the most comfortable and exciting products produced to date, InnoMax continues to develop both categories. Mark Miller, InnoMax President/CEO and current Specialty Sleep Association Chairman, continues to focus on product innovation. One example is the InnoMax Waterbed Day Bed, called the Seaside youth bed, with all six drawers facing one side. This design created a new space saving bed that would fit in smaller rooms yet provide ultimate storage and comfort. They introduced Convert-A-Fit linens that wouldn’t come off until you took them off, solving some customer complaints with early waterbeds. Wooden waterbed frames moved over for the InnoMax Frame Free Sponge Bed. The creation of the Drain Hero Waterbed Maintenance Kit brought long term flotation owner’s the benefit of easy mobility with an electric drain pump and all the accessories needed to move a waterbed without hassle. The Convert-A-Bed modular support system allows each side of the bed to be adjusted to the individual sleepers own comfort level with the choice of Memory Cell, Latex, InnoCoils, Fluid or Air suspension. InnoMax’s latest development is the fully assembled Rolled N’ Ready Freedom Air system that allow dealers to drop ship, directly to the consumer, a fully assembled air bed that is plug-and-go instantly.

Maximum Innovation is still alive and well at InnoMax. The fast paced heyday of the waterbed may be long gone, but the benefits of specialty sleep are very much alive. In their never ending quest to provide sleepers with the best rest of their life, InnoMax continues to usher in specialty sleep products that offer their dealers a competitive advantage with unique selling propositions, and innovative sleep solutions that allow today’s consumers to enjoy the amazing benefits of specialty sleep for a healthier and happier lifestyle.

It takes a real passion to love an aardvark, but at InnoMax, the idea of being different just means being better.

This is just one of the fun videos you’ll find on the InnoMax site - click above to watch

Sleeping Well in the Age of Stress

December 3, 2018 Tambra Jones

By Bridget Cassidy, September 25, 2018, for Consumer Advocate

It’s 3:00 a.m. and you’re wide awake.

In six hours you’re going to give the biggest presentation of your career. That is, after you get your kids out of bed, dressed, and off to school. Oh, right. You have to drop your husband at the airport. What else? You start your to-do list. Did you pay your water bill? What about the kids’ camp fees? Did you buy cereal yesterday?

Stop! If only you could nod off. You close your eyes, hoping that action in itself stops the wheels in your brain from turning. Suddenly, you hear a drip of water. Your tired mind turns toward the leaky bathroom faucet.

Drip.
Drip.
Pause. Wait for it.
Drip.

We’ve all been there right? It’s terrible. On the other hand, we know what a big night of sleep can do for you. Our energy levels reset, allowing us to invite new possibilities into our lives. There’s nothing like it, especially when you can get the big sleep every night.

Unfortunately, many of us are not getting enough sleep. The American Sleep Association estimates that as many as 70 million adults in the United States could suffer from some kind of sleep disorder that either shortens the duration of their sleep or makes them wake up unrested.

Sleep deprivation can have several different causes, including health conditions, lifestyle choices, and stress. Stress is a big one. There are now different treatment options based on scientific research available for various sleep disorders. Sleep hygiene, for instance, suggests establishing a bedtime routine and schedule, and adopting other good sleep habits could improve the incidence of sleep disorders like insomnia. Bear in mind, however, that sleep hygiene alone may not be enough to treat such conditions.

We Learned From The Best

We wanted to find out more about the world of sleep and how it regenerates our bodies, as well as the common causes of sleep deprivation and available treatment options. So we spoke to a leading expert in the field of sleep medicine.

Dr. Rohit Budhiraja is an assistant professor of medicine at Harvard Medical School, the director of Brigham and Women's Hospital's sleep clinic, and a faculty member in Division of Sleep and Circadian Disorders and Division of Pulmonary and Critical Care Medicine in Boston, MA.

Budhiraja’s main field of study is sleep apnea and other sleep-related breathing disorders. However, he was able to go over everything from how sleep helps regenerate the body and mind. He also explained how temperature, light, and calming (what he calls TLC) is so important to get a good night’s sleep. “On average, most people need seven or eight hours of sleep,” says Budhiraja.

Let us share what we learned with you, starting with the basics.

What is Sleep?

Animals as small as the honeybee and as large as the blue whale fall asleep every day and perform noticeably better when well-rested. But what exactly causes us to feel sleepy and doze off? And how did most of the animal kingdom evolve the need for sleep in the first place?

Here’s the succinct definition of sleep taken from the Merriam-Webster Medical Dictionary, “...the natural periodic suspension of consciousness during which the powers of the body are restored.”

There is evidence that sleep was handed down to most animals from a common ancestor nearly 700 million years ago. According to a New York Times profile on a 2014 study, “our nightly slumbers evolved from the rise and fall of our tiny oceangoing ancestors, as they swam up to the surface of the sea at twilight and then sank in a sleepy fall through the night.”

There are many reasons why this adaptation evolved. For one, it’s possible that sleep is meant to keep animals inactive at times when they were unlikely to find food and when their predators were most active. Sleep also affords the benefit of repairing and restoring the body, which allows animals to avoid predators more effectively and find food in their waking hours. Take a look at honeybees, which perform a “waggle dance” to tell other bees where food can be found. When bees are sleep-deprived, their dance is not as precise, making it more difficult for other bees to follow their directions.

35.2% of adults 18 and older report sleeping less than 7 hours every night.
- Center for Disease Control (CDC)

“Some historians and researchers believe that, centuries ago, humans followed biphasic or polyphasic schedules,” says Budhiraja. Biphasic sleep is when someone sleeps two separate times during a 24-hour period whereas polyphasic sleep is when someone sleeps multiple times (more than twice) in a 24-hour period. “Industrial Revolution and artificial lighting may have forced people to adopt monophasic schedules.” He went on to clarify that there is little evidence to suggest a polyphasic schedule is a good idea. As for biphasic sleep, there are several countries and cultures which still practice an afternoon nap or ‘siesta’.

While the exact mechanism for how sleep happens in humans is still unclear, the broad strokes are these: the hypothalamus generates the circadian rhythm—the inner clock that says we should sleep at night and be awake during the day—and triggers the release of melatonin, a compound that signals to our brain when we should be asleep.

Meanwhile, as our brain works hard during the day, another compound called adenosine is released by astrocytes. Adenosine accumulates in the brain and eventually reaches levels that trigger drowsiness. Melatonin and adenosine work together—and sometimes independently—to make us feel tired and crave sleep. When we’re asleep, adenosine levels decrease while melatonin stays high. When the circadian rhythm says it’s time to wake up, melatonin decreases and we become alert.

Why We Sleep

Memories

We know much more about why humans need sleep than other animals. One of the benefits humans get from sleep is the consolidation of memories. When we’re awake, we’re receiving sensory input from the things we see, hear, feel, and our brain forms connections between what is happening to us in real time and what we remember. According to Budhiraja, when we fall asleep our brains work on reclassifying the information we received during the day and cataloging our memories.

Much like a librarian takes the books in the return cart and places them in the correct shelf, the brain sorts through the events of the day and classifies the information into new areas. Not only does the brain place the information in the correct areas during sleep, it also removes unnecessary information by getting rid of those superfluous neural connections.

The woods are lovely, dark and deep, And I have promises to keep, But neither the woods nor those promises Are as important as some restorative sleep. - Dr. Budhiraja's variation on Robert Frost's poem

Restoration

Another reason we need sleep is to restore our bodies. “During sleep,” says Budhiraja, “our bodies relax and muscle tone decreases.” And when our muscles relax, the damaged tissue regenerates more efficiently. That’s why a good night’s sleep feels so good after an exhausting workout session.

Budhiraja goes on to explain that research points towards REM (rapid-eye-movement) sleep as the stage where much of the muscle recovery and memory consolidation happens. REM sleep—also called Stage R—is characterized by being the stage at which we dream. Typically, REM sleep happens 90 minutes after we first fall asleep.

First, we cycle through non-REM (NREM) stages of sleep—N1, N2, and N3—which bring us deeper and deeper into rest as our brain activity slows down. Once the REM stage is over, the cycle from stage N1 to stage R restarts, in a repetitive process that lasts approximately 90 minutes and happens multiple times per night.

“Your genes decide if you’re a 6-hour sleeper or a 9-hour sleeper,” says Budhiraja. Though doctors do recommend getting between 7 and 8 hours of sleep every night, there is no one-size-fits-all answer.

The body loses its rhythm without a fixed sleep and wake-up schedule.
-Dr. Rohit Budhiraja

Common Sleep Disorders

Though there are dozens of sleep disorders, as listed by the third edition of the International Classification of Sleep Disorders (ICSD-3), below we will discuss the three most common sleep disorders: insomnia, sleep apnea, and restless leg syndrome.

Insomnia

An individual is said to suffer from insomnia if they have trouble falling asleep or staying asleep throughout the night, if they wake up too early in the morning, or if the sleep they have is non-restorative. Almost 60 million Americans suffer from insomnia every year.

While primary insomnia—that is, insomnia that doesn’t appear to be caused by another disorder—is a problem for many people, in most cases, it is caused by or appears alongside a wide range of conditions, such as depression, heart disease, diabetes, and chronic pain.

Treatments for Insomnia Bad habits or poor lifestyle choices are some of the main causes of insomnia. Stress, no bedtime routine, irregular work schedules, and side effects from prescription medications can be the primary causes of this sleep disorder.

Sleep Hygiene is a collection of lifestyle changes that can improve sleep. These include: establishing a bedtime routine, eliminating the consumption of caffeine, alcohol, nicotine, and certain foods close to your bedtime, getting regular exercise and losing weight, limiting daytime nap times to 30 minutes, creating a welcoming sleep environment, and getting a lot of natural light during the day.

If you continue to suffer from insomnia, other treatments include cognitive therapy such as light therapy or relaxation techniques. Finally, prescription or over-the-counter sleep medications can help you get to sleep but may also bring on other side effects.

One in three over 30 year olds have sleep apnea.

– Dr. Rohit Budhiraja

Sleep Apnea

Budhiraja then discussed sleep apnea. About one in three people over the age of 30 may have some degree of sleep apnea, with 13% of men and 6% of women having moderate to severe sleep-disordered breathing. “During an apnea episode, the muscles at the back of the throat and the tongue block the airway, causing the sleeper to stop breathing for seconds at a time,” says Budhiraja.

The Division of Sleep Medicine at Harvard Medical School reports obstructive sleep apnea, which is the most common type of sleep apnea, raises your heart rate and increases your blood pressure, putting stress on your heart.

One of the most notable symptoms of OSA is snoring. “It’s extremely rare for this condition to be fatal,”says Budhiraja. However, OSA is related to a host of other issues, such as high blood pressure, obesity, diabetes, heart attacks, stroke, increased traffic accidents, depression, anxiety, and, of course, insomnia. Treating sleep apnea, affirms Budhiraja, can alleviate the symptoms of depression and anxiety.

Treatments for OSA The treatments for mild cases of sleep apnea focus more on making lifestyle changes that may be interrupting your sleep. These include losing weight (if you are obese or overweight), exercising on a regular basis, reducing alcohol consumption (if not stopping altogether), and quitting smoking. Other suggested treatments include changing your sleep position and using a nasal decongestant or allergy medication. The most common treatment for severe OSA is continuous positive airway pressure (CPAP) therapy, prescribed by your physician. The CPAP machine facilitates the constant flow of air into your throat so your airway remains open while you sleep.

Restless Leg Syndrome

The third sleep disorder is Restless Leg Syndrome (RLS) that frequently disrupts sleep and affects 2-15% of the population. Sufferers describe an unpleasant and sometimes painful tingling or cramping sensation in the legs when resting or falling asleep at night. Moving the legs alleviates the symptoms but they quickly return when the movement stops.

The pain and discomfort often keeps people from sleeping at night. Researchers are still investigating what causes RLS, but there may be a link to iron deficiency, diabetes, high blood pressure, and ADHD, among other conditions. “Some types of antidepressants may also cause RLS,” says Budhiraja.

Treatments for RLS

Budhiraja recommends massaging your legs, taking a warm bath or shower, and doing light exercise and stretching to relieve the symptoms. More strenuous exercise, however, can worsen RLS symptoms and sleep quality, and should be avoided within 5-6 hours of bedtime. He also recommends making certain lifestyle changes including the elimination of caffeine, alcohol, and smoking cigarettes from your daily routine.

There are prescription medications available to treat RLS. One class of such medications are dopamine agonists that mimic the neurotransmitter, dopamine, in the brain.

Sleep Deprivation in Adults

In 2014, the Centers of Disease Control and Prevention (CDC) classified sleep deprivation as an epidemic in the United States with more than 70 million adults currently suffering from the condition. That’s one third of the U.S. adult population.

Groups with the highest percentage of sleep deprivation are Native Hawaiians/Pacific Islanders at 46.3% and Blacks at 45.8% then Asians at 37.5%, Hispanics at 34.5%, and Whites at 33.4%.

- CDC

Sleep deprivation can affect all aspects of our lives, and some effects are much more serious than simply nodding off at work or being irritable. For one, there is evidence that losing sleep regularly is associated with chronic conditions like heart disease, diabetes, and high blood pressure.

According to the CDC, heart attack, coronary heart disease, stroke, asthma, chronic obstructive pulmonary disease (COPD), cancer, arthritis, depression, chronic kidney disease, and diabetes occurrences were higher in U.S. adults who suffer from sleep deprivation or what CDC calls “Short Sleep Duration,” which is less than 7 hours of sleep per night.

Recently, John Hopkins published an infographic with four categories of effects of sleep deprivation. They are: weight, health, brain effects, and safety. For instance, did you know the risk of developing Type 2 diabetes is three times as high for those who are chronically sleep deprived?

Health & Weight

Some study findings show that lack of sleep doubled the risk of death from all causes including cardiovascular disease.

You are also more at risk for obesity due to the hormonal imbalance introduced by sleep deprivation. You crave sweet, salty, and starchy foods because you have higher levels of the hunger hormone ghrelin and lower levels of leptin, the appetite-control hormone. Sleep deprivation can also affect your brain. You have a 33% higher risk for dementia if you suffer from lack of sleep.

Safety

Sleeplessness is also connected to other severe consequences. It is estimated that drowsy driving causes 1,550 deaths and 40,000 injuries annually in the United States.

There is even evidence that sleep deprivation may make you less empathetic.

Lack of Sleep in Kids and Young Adults

The Little One is Tired

According to the Children’s Sleep Apnea Association, an estimated 1 to 4% of children suffer from sleep apnea, including kids between the ages of 2 and 8 years old. It is a common belief that children will eventually grow out of pediatric sleep disorders, but new evidence suggests that may not be the case. Studies have shown sleep apnea is linked to childhood obesity, attention-deficit hyperactivity disorder (ADHD), and cognitive functioning ability.

Some mommy bloggers made suggestions on how to establish and keep an ongoing bedtime routine with your youngsters. Most bloggers agree you should stick with a nightly schedule and sleep hygiene routine that includes taking a bath, brushing teeth, cleaning the bedroom, and dimming the lights.

We start our routine at 7:30 pm. I don’t like to rush them, so I try to get them to relax and wind down at least an hour before the desired bedtime...my kids take a bath or shower, have a snack (no chocolate or sweets!), brush their teeth, read, and then it’s time for me or Dad to tuck them in.
- Jeannette Kaplun, Mommy Blogger at Hispana Global and mother of two.

Sleepless in School

The recommended amount of sleep for high school and college students is 8-10 hours per night, with anything from 8½ (short sleep duration) to 11 hours considered appropriate. According to the CDC, nearly 69% of high school students sleep less than 8 hours a night, with an astounding 76.6% of seniors not getting enough sleep.

Additionally, up to 60% of college students do not get enough sleep on a regular basis.

Another study found that sleep-deprived students were more likely to engage in unhealthy behavior such as drinking, fast driving, and getting into physical fights. Sleep deprivation is also a good predictor of poor academic and athletic performance and drowsy driving.

College students who experienced even one additional night of poor sleep per week were more likely to drop a course (10%) and see a drop in their cumulative GPA (by 0.02). Sleep deprivation ranked the same if not higher than other factors that negatively affect academic success including binge drinking and drug use.

To get better sleep, it is recommended that high school and college students make the following changes:

Set and stick to a bedtime routine and sleep schedule
Practice sleep hygiene
Create a peaceful sleep environment
Eliminate caffeine three hours before bedtime
Avoid using mobile devices, computer, or tv 1-2 hours before going to sleep
Don’t go to bed hungry, instead eat a small snack
Avoid working out right before bedtime
Meditate or practice light yoga to relax

Other age groups affected by sleep loss include the elderly and people with certain diseases including Parkinson’s disease, Alzheimer’s disease, and dementia. Aging can affect our sleep patterns due to a number of factors including hormonal changes associated with aging and the increased likelihood of taking more medications and experiencing side effects. It is recommended that you work with your primary care physician to determine the best course of treatment.

Work Productivity Takes A Hit

The average U.S. worker loses 11 days of productivity per year due to insomnia. That’s $2,280 per year. The total loss is a whopping $63.2 billion per year. What this could mean for you is missing out on a promotion or a superior performance review.

Unfortunately, our corporate culture only contributes to this by promoting the idea that sleep is not a required commodity. In other words, we think sleep is a luxury saved for vacations and weekends, not something we need for proper health.

A few companies have begun to pay attention to the field of sleep medicine and recent research that has shown the negative effects of poor sleep on employee health, work productivity, and ballooning insurance costs. A recently Fatigue Cost Calculator developed by Brigham and Women’s Hospital for the National Safety Council can provide estimates of the cost of poor sleep health for an employer. Google, Goldman Sachs, and Johnson & Johnson, to name a few, are some of these companies.

At Google, for instance, sleep experts have been invited to the company's locations to share information with employees regarding sleep deprivation, jet lag, and the restorative power of deep sleep.

Light is the enemy of sleep.
- Dr. Budhiraja

More From The Best

Budhiraja says that sleep works to regenerate our bodies including our brains and our muscles. The brain progresses through different stages of sleep every 90 minutes or so: light sleep, deep sleep, and REM stage, which is the dream phase of sleep.

“During sleep, muscle tone goes down,” says Budhiraja. “Relaxation of muscle is even greater during the dream stage of sleep.” He explains that many areas of the brain also relax during the sleep and the rate of brain metabolism decreases, except in REM phase, where the brain activity and energy use may be even higher than when awake. REM and non-REM sleep may be responsible for different aspects of memory consolidation.

A Little TLC

Based on his research, Budhiraja recommends you make three lifestyle changes scientifically proven to improve your sleep. He calls it TLC or temperature, light, and calming your mind to get better sleep.

The cooler your body, the better sleep you can get.
-Dr. Budhiraja

First, there is temperature. When you go to sleep, you do not want your room too warm or too cold. The ideal room temperature to promote better sleep is between 65 and 70 degrees.

Light is another factor proven to affect sleep. If there is too much light in your bedroom, especially artificial light, it can stop the production of melatonin in your brain, the hormone related to sleep. “Light is the enemy of sleep,” says Budhiraja. Cellphones and other mobile devices are blue light sources and major disruptors of sleep. “Smartphones are shown to decrease sleep by up to half an hour.” Budhiraja suggests putting your phone down one to two hours before you go to bed.

Calming your mind completes the treatment trio and is also something we can control, although it may be difficult for some to do. Meditating or deep breathing before going to sleep has been found to decrease anxiety and depression. In fact, studies report meditation is associated with decreased activity in the default mode network or DMN, which is a part of the brain related to mind wandering and thinking about the self.

Finally, not having a regular sleep routine, i.e., going to bed at the same time each night, can throw off your sleep pattern. Our bodies naturally start increasing melatonin a few hours before our scheduled bedtime. If you keep changing that time, you can affect your body’s natural sleep hormone production.

Medication and Treatments

Holistic

Some popular holistic supplements include melatonin, valerian root, and herbal teas such as chamomile tea. According to Budhiraja, melatonin is likely the most studied sleep supplement. As a sleep hormone produced naturally in the body, it tells the brain when it’s time to fall asleep. The dosage is up for debate—over the counter pills are usually available in 1mg or 3mg or higher doses—starting at a lower dose and increasing the dose if needed is a good idea. Melatonin is considered to be a fairly well-tolerated sleep treatment; however, it is not a cure-all for sleep disorders and may only be effective for certain individuals. It is more likely to be effective in individuals who have delayed sleep phase syndrome- a condition in which people fall asleep late and wake up late. It can be also effective in preventing or treating jet lag.

Other alternative solutions include making the bedroom as dark as possible and/ or the addition of a white noise machine to your sleep routine. It is estimated that nearly 75% of Americans said that a quiet room is important to getting good sleep. Lastly, there is taking your grandmother’s age-old advice: drink a warm cup of milk before going to bed.

Cognitive behavioral therapy for insomnia (CBT-I) is a very effective therapy where a psychologist or another trained professional can help you identify and address your thoughts and behaviors that may be contributing to poor sleep. It even can be delivered through online programs.

Over-The-Counter

Over-the-counter medications include diphenhydramine (Benadryl, Aleve PM, etc.) or doxylamine succinate (Unisom). These sleep aids have side effects including drowsiness and leaving you feeling groggy the next day. Furthermore, the body can quickly develop tolerance to some of these medications.

Prescription Medication

Finally, there are prescription medications. According to Budhiraja, medications should generally be your last resort in seeking help to get better sleep, and if used, should usually be used over short-term. They can cause several side effects- drowsiness, dizziness, diarrhea, grogginess or feeling as if drugged. In addition, after taking some of these medicines, people may get up out of bed while not being fully awake and do an activity that they do not know they are doing- including driving. The next morning, they may not remember that they did anything during the night. “The body can also develop tolerance to these medications, requiring progressively increasing doses or more potent medicines,” he says.

Before Turning Off the Lights

Most of us have faced a sleepless night or two in our lifetimes. We’ve laid awake and listened to a leaky faucet go drip, drip, drip into the wee hours of the night. Worse, we are one of the 70 million people in the United States who suffer from a lack of sleep or who have a sleep disorder.

We’re tired new parents, or college students cramming for an exam, or a software engineer who works 60 hours or more a week, or are getting older and are finding it harder to sleep.

Seventy million: that’s more than a third of the population across the nation.

Scientific studies have proven the health ramifications of sleep deprivation and what it does to our bodies, minds, and everyday lives. It is an epidemic that not only affects us as adults but is also affecting our nation’s kids.

We can take countermeasures to get more and better sleep, steps that have been proven to work by scientific studies. We can give ourselves some TLC to promote better sleep, which can, in turn, restore us to our full capacity. Because really, don’t we just want our best sleep every night, especially in this age of high stress? We want that great sleep where we wake up refreshed and ready to take on the day.

Co-Authors: Scott Smith, Community Editor, and Mayra Paris, Associate Editor

Source

High Point University and the Specialty Sleep Association Reveal Research Findings:

November 12, 2018 Tambra Jones

Mattress Sales Retail Associates Opinions on Consumers’ Views of Bed Supports and Foundations

The Undergraduate Research and Creative Works (URCW) Department at High Point University in collaboration with the Specialty Sleep Association (SSA) today released the findings of an online survey of mattress retail sales associates (RSAs) assessing their impressions of consumers’ knowledge and interest in foundations and bed support systems based on over 100 RSA or retail buyer responses. Seventy-nine per cent of the sales associates believe that customers know very little about mattress support systems, and 50% of the retailers said that customers simply do not care. The research summarized, “Eighty-two per cent of the sales associates rated customers as unlikely to link the foundational support of their mattress to its performance.” Also, according to the findings, 90% of the mattress RSAs brought up the mattress support issue, but only 65% said they bring up the topic during the mattress sales presentation.

High Point University professor and director of URCW, Dr. Joanne Altman and psychology major Sarah Seaford offer the following conclusion: “There is a strong need to educate customers about the role mattress foundations play in sleep quality. Foundations (and frames) need to be at the forefront of the conversation and tied to mattress quality.”

SSA says that these key findings could have a significant impact on mattress sales

The mattress/ bedding RSA survey did identify key findings that could have a major impact on the mattress retail marketplace, according to Tambra Jones, Executive Director of the SSA. “The RSA’s inform us that 40% of customers will be using their old foundation and support which could impact sleep quality.” With 40% of consumers placing a new mattress on an old foundation and frame, there seems to be no understanding of the key role the base support plays with overall mattress support and comfort. This also indicates a lack of awareness of bed bugs, dust mites or physical wear and tear with old foundations and bed supports. Also, Jones noted that while there is a chance to increase sales and margins with adjustable beds, the RSA’s said that only 38% of conversations with customers focused on adjustable frames versus stationary or traditional bed support systems.

Four per cent of mattresses sold were returned because of a foundation or bed support failure.

The Number One key finding of the bed support research is that RSA’s claimed that “… 4% of mattresses sold were returned because of a foundation or bed support failure.” Follow along with us here. Based on 2017 ISPA statistical reports, 23.4 million mattresses were sold in 2017 with an Average Unit Selling Price (AUSP) of $311 per unit. If 4% of mattresses sold were returned for issues relating to bed support failure, this represents nearly 939,000 units @ $311 per unit. This would total $292 million in bed support related returns.. It could be said that if bed support issues were adequately addressed during the sale of a mattress, retailers could reduce returns worth millions of dollars.

According to SSA Board Member Dennis Rodgers of Forever Foundations, the SSA believes that bed support systems and correct foundation systems may be under marketed. “This research and conclusion would indicate an important opportunity to enhance customer satisfaction, improve quality performance, significantly reduce mattress returns and provide better sleep for consumers,” states Rodgers. “Imagine if you will; a couple purchase a new car. A number of years later they decided to purchase another car. The ride is not comfortable to them. To save money they decided to use the tires from the old car. They worked just fine! Within a few days, the couple return the car. The ride wasn’t like the ride when they took the test drive. It was very much like their old car, which was the reason they purchased the new car.”

Rodgers further comments a proactive foundation and bed support sales program could add significant attachment business to mattress sales. “ Just as the top-of-bed accessories add-on marketplace has taken off, we think there is a great opportunity for “Under-the-Bed” support frame and foundation products to enhance overall sale of mattress and bedding products.”

Best Wishes Gordy!

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